Account Management Policies

question 189

Multiple Choice

Account management policies

• A) specify how salespeople will be compensated and how sales performance will be evaluated.
• B) specify which products or services will be offered to which consumers, through which outlets, and at what price.
• C) specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the salesforce as a whole.
• D) specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
• E) determine the sales quotas for the upcoming year based upon past sales performance and current estimates of demand.

Recognize the significance of cultural and evolutionary factors in shaping human behaviour.

Understand the complementary roles of various psychological approaches in explaining behavior and mental processes.

Appreciate the interdisciplinary nature of psychology in integrating concepts from cognitive, biological, and environmental perspectives to understand behaviour.

Understand psychology's application in practical problem-solving and its evolution as both a science and a profession.

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Definitions:

Proxy

A writing signed by a shareholder that authorizes the individual named in the writing to exercise the shareholder’s votes (corresponding to his or her shares of stock) at a shareholders’ meeting.

Annual Corporate

This term refers to yearly activities and obligations a corporation must fulfill, including financial reporting and meetings.

Criminal Behavior

Activities that violate the laws of a jurisdiction and are punishable by the state or other authority.

Directors

Individuals elected by shareholders to oversee the management and make major policy and financial decisions for a corporation.